International Presentations

At a
consortium of eminent German venture capitalists, Herr Doktor Gregor Geld
introduces the next speaker: an ambitious entrepreneur we’ll call Mr. Driver.As Mr. Driver strides confidently toward the
podium, he smiles broadly, slides his left hand into his pants’ pocket, and
says “Thank you, Greg, for that wonderful introduction!”He’s itching to crack a scintillating joke
before dazzling the audience with his brilliant business plan.Hopefully,
Mr. Driver notices the eyebrows shooting up in the front row, and forgoes the
joke.

He’s
already committed several faux pas in front of his audience.Business is serious in Berlin, and German
executives do not generally bestow “winning” grins upon prospects from the
podium.Neither do they insult the crowd by
keeping one hand in a pocket while speaking or greeting someone. (Bill
Gates recently did this with the President of South Korea, Park Geun-hye – an image that made headlines throughout Asia.)And in a public forum, Germans often use formal titles and last names. Dropping Herr Docktor Geld’s first name in such
distinguished company was presumptuous...even if they're friends socially.

Luckily,
Mr. Driver skips the quip, and delivers a thoroughly researched business plan.

No Laughing Matter

Many
presenters like to open their speeches with a witty line or two.But clearly, one joke does not fit all.Why does a funny story fly in Seattle and
fester in Singapore or Shanghai? It’s
not just the language barrier. As White
and Jackson described in their article “What’s Funny?” (Psychology Today), joke content can be a reflection of broad
cultural norms.For example, pornography
is illegal in Singapore, so comedy with any type of sexual innuendo is not so amusing, but slapstick or violence may get a laugh.

Besides
bad translations and inappropriate topics, the entire concept of humor can
differ globally.Americans often use
jokes as a release valve to cope with anxiety and lift spirits.However, the Chinese don’t traditionally dispel stress with comedy.

They
historically use it to make a point, demonstrate a moral, or instruct someone
while being entertaining. It can also be
disconcerting for Asians to see a figure in authority – an invited speaker –
behaving informally by telling jokes or expecting attendees to laugh out loud!Instructors and speakers are held in high
respect in China, Japan, and much of Asia - and laughter is not expected during
the proceedings. It can be a sign of nervousness or embarrassment rather than
joy.

There
is not generally a Q&A section at the end of Asian presentations
either.Since class participation is not
the norm in China, students (who turn into executives) are used to quietly
listening to speeches at work.It could
embarrass an entire room if one attendee grabbed the spotlight away from the
speaker, just so he or she could pose a question!

But without your opening bon mot, or
an interactive exercise, how do you grab your audience in the first few
moments?

Elementary, My Dear Watson
In his excellent piece “How to Give a Killer Presentation” (Harvard Business Review) Chris Anderson describes
coaching the speakers at TED Talks who have 18 minutes to deliver. He believes
that “Many of the best talks have a narrative structure
that loosely follows a detective story. It has to be engaging…the
quality of the idea, the narrative, and the passion of
the speaker is more important than speaking style or multimedia pyrotechnics.

Visual Appeal
Some people despise Powerpoint slides. They correlate them to verbose,
boring speakers. After my seminar at the
ACTE (Association of Corporate Travel Executives) convention at the terrific Marriott Marquis in Times Square this year, Jon Purpura, the Director of Global Accounts and Global Agency Sales for United Airlines, came up and stated “Terri, when you said that you
had 100 slides, I rolled my eyes and told my associate…This is going to be
terrible - no one needs 100 slides! Well, I
just want to tell you, I wish you had more
slides, and I want you to come and do this presentation at our global sales
meeting!”

Why so many slides?Because I have
hundreds of examples of global negotiating techniques, ethical viewpoints,
gestures, gifts, communication styles etc., and all have corresponding
slides.For example, there are countries
that impose prohibitions on competitive or manipulative advertising.There are no Coke and Pepsi wars in much of
the EU, and there are no “Call Now!” numbers in French ads.In Saudi Arabia you should avoid using pigs
or dogs (no Porky Pig cartoons!), and never use the flag in any manner (Allah’s
name is on it).

Whether you use 1 or 100 Powerpoint slides, flipcharts, or avatars on a big
screen – know your audience!Be aware of
the jobs, languages, business and social practices of the attendees.It will help you engage with them, and prevent
you from delivering an embarrassing faux pas along with your brilliant
presentation.

[bf]WIN A FREE
BOOK! CONTEST:What’s your Cultural IQ?
[end bf]

True or False?Besides How to Win Friends and Influence People Dale Carnegie
wrote a classic book called Public Speaking for Success.

A
free copy of [ital] Kiss, Bow or Shake Hands®:
The Bestselling Guide to Doing Business in More Than Sixty Countries [end ital]
and [ital] Kiss, Bow or Shake Hands®:
Sales & Marketing [end ital] will be awarded to two correct respondents,
courtesy of F&W Media and McGraw-Hill.

[ital] Terri Morrison is a
Speaker, Co-author of 9 books, and is working on her 10th. She is also Editor of Kiss Bow or Shake Hands®
Digital - available through McGraw-Hill.TerriMorrison@kissboworshakehands Twitter @KissBowAuthor. Tel (610) 725-1040. [end ital]

There is not a great deal of intercultural communications data to be found in this post. That's because it's about two interests that I enjoy supporting in my spare time: Art and Libraries. I started volunteering to book the art shows and write the publicity for my local library in Newtown Square, Pa. last year. Right now we have a wonderful show by the very popular artist, Nick Santoleri (www.santoleri.com) Here's an example of his work:

"Peaceful Afternoon" by Nick Santoleri

But this blog is really about an exceptional show by the Marple Newtown High School Advanced Placement
Artists which the Newtown Square Public Library will host throughout June. I wrote 1,400 words about it for a local publication because
I enjoy entwining things that I love together, and this show is my
hat trick: Art, Schools, and Libraries! I wish all graduating students great success in their future endeavors - and I hope all the arts, schools, & libraries flourish in your town!

Johnny Folliard & a selection of his Glass and Clay Art

My April "World Wise" Business Traveler USA Column

3 ½” x 2” (US), 3.37” x 2.12” (Europe), 3.583” x 2.165” (Japan)

Global business card dimensions
vary. So does card stock, font, color and the content on the card. Add
in different languages, titles, methods of exchanging and storing
cards…and your potential for faux pas increases precipitously.

That is, if you even remember to bring your business cards with you.

Sidney Elston III, author of the political thriller Razing Beijing, was
caught empty-handed back in the 1990’s. As a top GE engineer, Sid was
the technical spokesperson for the GE90 aircraft engine (which powers
Boeing 777s). The technology was highly attractive to airlines and
resulted in many international marketing trips.

After one exceptionally prestigious
presentation in Tokyo, Sid found himself having dinner and drinks with
Japan Airline’s board of directors. Unfortunately, as the formal
exchange of business cards began, Sid realized his were sitting on a
bureau back in the hotel room. JAL did not ultimately select the GE90 –
(for whatever reason) – but Sid now carries some very sharp business
cards all the time.

Gen X execs in the USA sometimes seem to
regard business cards as a boring necessity. Why bother with a card when
it’s more convenient to “bump” phones to exchange information? And with
ubiquitous Internet access, you can Google, FB or get LinkedIn to
everyone anyway.

But can you afford to ignore business
practices in other markets? In South Korea, China and Japan business
cards are considered an extension of you, and should be treated with
respect. Their value is belied in their formal presentation; and your
credibility in many Asian, Middle Eastern, and African countries can
rise with the correct execution of a card exchange. Conversely, a
mangled proceeding can detract from a good first impression.

At one event, a US manager pulled out a
stack of cards held together with a rubber band. They were bent in the
center and smudged. Of course the Asian prospects received them
politely, but those sloppy cards and his lackadaisical attitude was a
factor in his losing that business.

At another meeting, an American executive
seemed to think he was in a casino. He flung his cards around the table
like a blackjack dealer, bloviating all the while and barely glancing
at the ones that clients respectfully handed to him.

As Larry observed, slipshod behavior can
make you look like an amateur, and damage a sale. Here are ten
guidelines for ensuring that your business card exchange in Asia is
successful.

1. Have your business card translated
into the target language on one side. If your firm is extremely large or
particularly old, consider adding those statistics to it.

2. Also forget about your privacy and
include a mobile phone number, so your contacts can text you. (Texting
is huge in China, and much of Asia.)

3. Buy a business card holder. Place it in your jacket pocket or your purse. Never put it in your back pants pocket.

4. Bring plenty. Never run out; a lack of cards may imply you have no job, or are absent-minded and therefore unreliable.

5. Hold the card with two hands. Keep
your thumbs on the edges nearest you. Make sure the data on the card
faces the other person. Try not to cover important data with your
thumbs.

6. Bow slightly as you offer the card to
the other person. If you are in the subordinate position, put your card
lower, or underneath, your contact’s card.

7. When making a simultaneous exchange of
cards, offer the card with your right hand. To convey respect, you may
support your right wrist with your left hand. Receive your contact’s
card with your left hand and then hold it with both hands.

8. Thank your contact. Look at the card closely, and be sure to make a polite comment or two.

9. During meetings, put the cards on the
table in an orderly manner. Don’t scatter them around or play with them.
Writing on them is insulting to the owner.

10. When it is time to leave the meeting, carefully pick up all the cards and place them in your business card holder.

Be careful with imagery on your cards.
Avoid pictures of dogs, pigs and other animals that can be considered
unclean (or food items) in different parts of the world. Also ask about
the use of specific symbols, like flags, since they may be impolitic or
taboo to use in marketing materials. (For example, never use the flag of
Saudi Arabia. Allah’s name is on it.)

Whatever options you choose, be sure that
your cards are easy to read and will fit into standard card holders.
Then when you are asked for your card, you’ll be prepared to present an
attractive, interesting 2-dimensional memento of you.

Quoting
funky hit tracks from the early ‘70s may be unwise in 2013. But even if
you don’t recall the Staples Singers, Joe Cocker, or Jean Knight, the
messages are still clear. Actually, the line “Who Do You Think You Are?”
is from Ms. Knight’s song “Mr. Big Stuff.” Her question was posed to a
roué who had “fancy clothes and a big fine car.”

Evidently, Mr. Big Stuff did not have the
qualities that Ms. Knight desired and she moved on. But is there
anything really wrong with putting your personal wealth on public
display? Driving up in a performance car can electrify prospects in
Miami, Monte Carlo and Dubai (the United Arab Emirates has its own Grand
Prix and many Emiratis love discussing hot cars). But ostentation can
easily send the wrong message in the Netherlands, Sweden and other
egalitarian societies. Humility and frugality are coming back into vogue
at the Vatican too – under the ascetic new Bishop of Rome, Pope
Francis.

Qualities like compassion, courage and
loyalty are almost universally admired. But other characteristics, like
stoicism, are highly respected in many parts of Asia. Just ask any
OB/GYN who has delivered babies for Hmong or Japanese women. Physicians
have been caught unaware that a birth is imminent because the mothers
are so quiet during labor. Enormous self-control was also evident during
the catastrophic tsunami in Japan. Want to be respected in Japan? Be
intelligent, humble, thoughtful, a good sport and never whine.

Along with cultivating qualities that are
appreciated in different cultures, it is important to avoid behaviors
that are considered unproductive or insulting. Here are a few traits
that international executives and managers commonly mention when asked
“What do you think of business people from the US?” (Please click the link to see more of my "World Wise" Business Traveler Magazine Column.)

Terri Morrison has written a series of bestsellers that prepare business people for international negotiations.

Now that our world operates in a global economy, it's vital to
know how to best conduct yourself when negotiating in a foreign country.

Terri
Morrison has found success co-authoring a popular series of books that
prepare business people for international negotiations. Her book, Kiss,
Bow or Shake Hands: The Bestselling Guide to Doing Business in More
Than Sixty Countries, was named "one of the Best Business How-To-Books
of 2006" by the Library Journal and has sold more than 285,000 copies.

Morrison
got married several years ago and her publishers wanted her to keep the
name branded on those best sellers. But she’s known by her married
name, Terri McCarthy, at the Newtown Public Library, where she helps out
by promoting the Library’s many special events and exhibits.

“I've
lived in Newtown Square for a good number of years and love its
convenience to Philadelphia, New York, and Washington,” she says. “While
I have lived elsewhere, I was born in Miseracordia Hospital in Philly,
and was actually one of the kids in the first graduating class from East
Senior High School in West Chester. My library cards have stickers
from all over Delaware, Chester, Montgomery, and Philadelphia counties.
Book nerd? Yes indeed,” she adds.

When asked how she got the
idea to write Kiss, Bow or Shake Hands, she replied, “ I founded my
firm, Getting Through Customs, in 1990, and built the Kiss, Bow or Shake
Hands Database first. So before there was a book - there was an
electronic book! The [print] book version came along because AT&T
said ‘it's very nice to have this information on the computers, but we
want something that we can hand out also.’ I knew we did not want to
make binders, so I looked through a book called The Writer's Market and
sent query letters to seven or eight publishers who produced
international business books. I followed them up with phone calls the
next day, and within two months, we had a contract for the first Kiss,
Bow or Shake Hands.”

The book became such a best seller because
knowing how business protocol works in different countries can make the
difference between losing or sealing a deal. Morrison’s book Kiss, Bow
or Shake Hands: The Bestselling Guide to Doing Business in More Than
Sixty Countries gives readers a brief overview of the history,
government and cultural customs of a country. Each entry also gives
tips on how to approach meetings and negotiations.

Greetings,
gestures, forms of address, type of attire to wear to the meeting will
vary from country to country; the book prepares the reader for the best
method of success. Should you come to the meeting with a gift and, if
so, what sort of gift is appropriate?

Tips on dress, gestures and forms of address are also listed for each country.

What are the other no-nos that will make the wrong impression? Morrison has it all concisely listed out country by country.

Her Kiss, Bow or Shake Hands: Sales & Marketing book, published in 2012 by McGraw-Hill, also became an Amazon.com
bestseller and ended up as No. 2 on BusinessWeek’s best business book
list. This book offers advice on presentations, business cards,
promotions, negotiating, communicating and tips on selling and marketing in 20
different countries.

Morrison also conducts seminars in
intercultural communications and writes columns for Business Traveler
Magazine, Toastmasters and Executive Travel.

She recently gave a
talk entitled “Global Fluency: Guide to Doing Business Around the World”
in Collegeville for the Healthcare Businesswomen's Association
sponsored by Pfizer.

She gives business presentations
for many corporate, governmental, and higher educational institutions, and says she always “strives to
make her seminars informative and entertaining.” Clients include
the American Bar Association, American Airlines, American Express,
Boeing,Cisco, Deloitte-Touche, DuPont, Ernst & Young, Franklin
Templeton Investments, IBM, Microsoft, NATO, Orbitz, Pepsi-Cola, the
National Association of Realtors, the National Business Aviation
Association and multiple World Trade Associations.

She also writes a column for Business Traveler Magazine, sharing her knowledge of business etiquette and strategies for success.

Morrison
is happy to announce that she will be starting work on her 10th book
this spring, her first with the American Bar Association.

For more details, visit http://www.delconewsnetwork.com/articles/2013/04/01/entertainment/doc5151e461b30c7043674957.txt?viewmode=fullstory

In some other countries, however, his behavior would have been both
legal and commonplace. In those environments, being female means you
must carefully orchestrate your business and social activities to
protect your credibility.

The Asian challenge
Asia can be a challenging environment for women executives.
According to Ms. Joanna Saavides, Former President of The World Trade Center in
Philadelphia, Pennsylvania, it can be extremely important for women to
present a knowledgeable and competent image in Asia—particularly in
Japan, a very competitive environment. Some years ago, she held a
responsible position at a factory in a rural area outside of Tokyo.
Initially, there was a lot of resistance both from the Japanese factory
workers and from a transferred male executive who reported to her.
Things came to a head one day when he exploded during a meeting, stating
that he had had enough, and that he wanted to leave the project halfway
through. In front of everyone he blasted at her: "You’re the boss, you handle it!" She affirmed: "Yes, I am the boss, and we have the capability to achieve these goals."
She calmly stated the way it would be done and worked through the
issues with the team. After her effective management of that incident,
she received far more cooperation from the entire staff—both Japanese
and American."If something goes wrong during an international assignment, I
think what works is competency. It can take some time for people to
determine you are qualified, but stay professional and be patient. Never
be disappointed and don’t panic at problems. Just think things through
to achieve your goals."

Pay attention to me
Another issue that female executives encounter abroad is being ignored in meetings.
Many friends and clients have related horror stories about being the
only woman present in a meeting, and trying to manage a sales call or
negotiate a contract. Unless you prepare correctly, clients may
completely ignore you, from the initial address to the room ("Good
afternoon, gentlemen…"), to the Q&A directed solely at your male
coworkers or employees.
Cathy LeRoux, Program Manager with Sabre’s IT department, relates a specific instance:"I was in charge of the meeting (a fact-finding visit), but the
customers directed all their questions and responses to my male
counterpart. After a half dozen rounds of, I asked a question, the
customers responded to my male coworker, then I asked the next question,
the clients eventually understood that I was the one they needed to
address."
Of course, you can brief your male colleagues on appropriate
behaviors before you step off the plane. For example, if a client
initially only asks questions of my male associates, they just turn to
me and say, "Well, Terri, what do you think?" It may seem a bit ham-handed, but it works.
Mary Fox, Program Manager at HP, offered the following tips to establish credibility in work situations:"Show you know the topic under discussion. You do not want to be
seen as an assistant (particularly in Japan), but as a peer. Also, NEVER
start a sentence with, ‘I’m sorry…,’ unless you really have something
to apologize for. Women tend to use that expression inappropriately and
it can make you look weak."

Difference of interpretation
Be aware that there are a multitude of female/male behaviors that
can be interpreted differently in various countries. Cultural traditions
vary, and perceptions of western women are different than indigenous
females. In Tokyo, male colleagues will probably treat you differently
than male coworkers in Toronto. Sometimes people do not know how to
handle us. Even our body language is completely opposite from their
traditions. Eye contact is intermittent or non-existent between the
sexes in many cultures. If you look a man right in the eye and hold your
gaze steadily (which is expected in the United States), that may easily
be misinterpreted in countries like Mexico, South Korea or Morocco.
Appropriate attire is also somewhat difficult to master. For example,
a red suit is not that unusual for female executives to wear in the
United States, but according to Herbert S. Ushewokunze VII, a consultant
for U.S.-Africa Business Development, a woman in red can be interpreted
as a tart in parts of Africa. There go the red shoes too, I suppose.
Security issues for women business travelers would go on for pages,
so we shall leave that topic—along with the stories on being searched at
the airport—for another day. But consider safety from every angle when
working internationally, from the moment you plan your trip to your
return home.
In a perfect world, an executive’s gender—like her race, religion or
age—should be irrelevant in any work-related event. However, since we
don’t live in Utopia, there will always be some aspects of our jobs that
involve extra adaptations or sensitivities because of the differences
among us.
Finally, I’m reminded of another entertaining scenario that occurred
two years ago, at a luxurious resort where I had been booked to speak to
a meeting of CEOs. Standing at the podium, I waited for the Executive
Director to read my brief bio to this elite group. I listened to him
clear his throat and begin, "Good evening, gentlemen. Before I
introduce our distinguished speaker, Terri Morrison, I’d like to ask her
a brief question…Ah, Terri, did you hear the one about the blonde…?"
Actually, I’m more of a redhead